1. Pinpoint Focus:
Finding Your Best
Government Prospects
For Metro Washington
DC District
Judy Bradt, CEO

2. Exchange
Cards!
INTRODUCING…YOU!
Name, Firm
5 Words - Describe What You Do

3. What You’ll Learn
 Why Focus Is Essential
 What Your Sweet Spot Reveals and Why
 3 Ways To Increase Your Win Rate
 3 Places To Look Beyond FedBizOpps

4. Federal Contract Spending:
Under Pressure, Down Some
“Nice To Have” is over.
2008 2009 2010 2011
$ 541.8 B $ 541.2 B $ 537.7 B $ 533.5 B
 Deficit Reduction
 Military Drawdown

5. 2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

6. Four* Tries
To Your First Prime Win
* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7

7. Persistence Pays:
Win Rates Rise With Experience
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

8. Registrations, Certifications,
GSA, Other Contract Vehicles…
…Are just tools.

9. Be Selective. Win More.
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

10. Neeld Wilson, President
To Increase Your Win Rate
SHARPEN YOUR FOCUS
10

11. The Next Win: Within A Year
For All Active Small Business Contractors –
Regardless of Experience, Size, or Ownership
67% 11.5 Months
Over a year
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

12. What Your Sweet Spot Reveals:
Your Top Government Prospect…
 Size
 Agency
 Location
 Duration
 Value
 Problem You Solve
…Looks Like Today’s Sweet Spot Client

13. Diverse Experience, Industries
QUICK WORKING GROUPS

14. 1. What problem do you solve?
2. What are the symptoms?
3. What drives people to fix it?

15. 5 Minute Exercise & Report Out
YOUR SWEET SPOT
IDENTIFICATION

16. $

17. 2011 3-Year Bidding:
Down 50% From 2007
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

18. 3-Year Win Rates Down
(Prime and Subcontracts)
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

19. Sweet Spot Focuses Marketing
 Direct Marketing
 Media & Event Marketing
 Beyond Process Marketing
Relate
 Relationship Marketing Marketing To
Goals

21. FedBizOpps www.fbo.gov
BEFORE YOU BID…
Look for:
RFI’s
Sources Sought
Draft RFP’s…

22. Finding Forecasts:
Examples
22

23. FedBizOpps www.fbo.gov
BEFORE YOU
EVER BID:
AGENCY
FORECASTS
23

24. 24

25. GSA Small Business Assistance
25

26. http://bit.ly/aIcvf5
26

27. To The DHS Forecast – Step 1
27

28. 28

29. 29

30. 30

31. Scroll down to link to…
31

32. http://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfm
32

33. Another
Example:
Veterans
Affairs
33

34. www.osdbu.gov/members.html
Link Via OSDBU Council
Small Business Specialists
Central Coordination Points
For Each Agency
Military Services Listed
Separately
34

35. Beyond FedBizOpps
 Backcasting
 Agency Sites

36. Classic Backcasting!
Prospecting?

37. USASpending.gov / FFATA.org
Database Features
 Drill Down  Contract Description
 Sort  Start/Expiry
 Graph  Vehicle / type
 Output / Export  # Offerors
 Value so far
 # Task Orders
 Point of Contact

38. Where Is Your Competitor?
www.USASpending.gov

39. Scroll Down
& Search By
NAICS.
Which
Agencies Are
Your Top
Buyers?

40. Details Via Dropdowns

41. Competitor Search
Example

43. Other Agency Small Business Sites
 Defense Information Systems Agency
http://disa.mil/about/offices/osbp.html
http://disa.mil/conferences/cif/index.html
 Defense Logistics Agency: www.dla.mil/DB/
 National Security Agency: www.nsaarc.net
 Defense Intelligence Agency: www.dia.mil/contracting/small-business
 Army
– Single Face To Industry (ASFI): https://acquisition.army.mil/asfi
– Aberdeen Proving Ground, including Communications & Electronics Command
(CECOM) Interactive Business Opportunities Page (IBOP)
https://abop.monmouth.army.mil/
– Army Materiel Command Small Business:
http://www.amc.army.mil/pa/SMALLBUSINESS.asp
– Army Corps of Engineers Small Business: http://www.mvn.usace.army.mil/sb/
 Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/
 HERBB (Hanscom AFB Electronic RFP Bulletin Board: Air Force Electronic Systems Center)
http://herbb.hanscom.af.mil/ 43

44. Success Secrets & Action Steps You Can Take Today
WHAT’S NEXT?
44

45. What You Learned
 Why Focus Matters
 The Power of the Sweet Spot
 3 Questions That Increase Your Win Rate
– What problem do you solve?
– What are the symptoms?
– What motivates the fix?
 3 Places for Business Beyond FedBizOpps
– Forecasts
– Backcasts

46. Tools For Each Steps
 Strategy
 Focus
 Process
 Competition
 Teaming
 Relationships
 Marketing
46

47. Advice on Government
Contracting
 Free
 Good
 Enough
Pick any two.

48. Win More
Sooner.
Spend Less.
New Book and Companion Strategy Workbook
www.GovernmentContractsMadeEasier.com
Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com

49. Get Un-Stuck.
You don’t have to spend
$ 103,827.
2 Investments That Pay Off:
Find Out More &
Get Judy’s Online Resource Guide. “Strategy In A Day”
“Awesome Market Research”
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